One of the many dilemmas a sales force manager has is how to continuously keeping their sales people positive, happy, motivated and incented to deliver the best possible service to your companies customers. Whether a companies business is growing or particulary if it’s failing, motivational programs can rejuvenate employee’s spirits to drive business. While a sales force manager is making this decision to conduct a motivational program, they have the difficult choice whether to create this program internally or purchase a program from a consulting firm. To answer this question they have to conduct business research to find out which program would be the most beneficial and effective for the company and its sales people. “Good business ...view middle of the document...
You can also draw from past experiences that have been motivational and as needed factor in details related to your specific customers and sales force. A sales force will normally relate more quickly to these custom features compared to a more “generic” motivational program that requires interpretation and may be less relevant to some. However, as there is of course potential benefits, there are also potential concerns with using a custom motivation program. A custom program will require more development work on the part of the sales manager. A potential issue is that after this custom program is created, nothing guarantees how or if it will actually motivate organizations employees as it’s a custom, potentially first time, program.
The second option to investigate is using a motivation program from a consulting firm. This is a safer option because the consulting firms will have more knowledge and proven strategies on how to motivate a sales force generally with a larger variety of “proven” options. In some situations it is more difficult for managers within an organization to take themselves out of the equation and create a program without bias. It can be more beneficial for a consulting firm with no bias or attachment to the company to make an honest decision for the company and come up with solutions that’s most beneficial. However, the disadvantages of not having attachment to the company can potentially not be positive as the consulting firm is not tasked with implementation or continuity of the program over time. It can also be a negative because what motivates one organizations sales force might not motivate another’s. It’s not a one size fits all guarantee.
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Cooper, D. R., & Schindler, P. S. (2011). Business research methods (11th ed.). New York, NY: McGraw-Hill. ISBN: 9780073373706.